Celebrating 120 Years
1899-2019
News, Information and Commentary
February 2019
A few thoughts from
Jon Flora, President & CEO
Sales and Collections - We can help you!
Jaime Gibson and I just returned from the Hawaii Winter Credit Forum where a number of customers asked about our Collections services. Most often heard: "Can you guys help me?"

The quick answer is "YES"! But, there's always more to the story, so I've asked our Collections Manager, Paul Krause, to offer his thoughts this month. Read on and then give us a call.
I recently had a member ask me how to reduce her receivable problems this year. What I found a bit amusing is that when I asked what their bad debt write-off was for last year, she said “Oh around $10,000”. Now this is a company that sells several million dollars per year. As I reminded her that is excellent, her response was “Oh I run a pretty tight ship here, and sometimes my sales people don’t like it too well."

Ah yes, the decades-old saga of Credit vs. Sales.

The primary difference between sales and credit team members is how they think about a sale. Salespeople think in terms of quantity of sales. Their goals are often number based and they are rewarded with commissions, so they are out to get as many transactions as possible.

Credit Managers have a different perspective. The primary goal is the quality of sale. They must decide whether customers are a good risk and whether they will be reliable payers over time. Credit managers have the final say about whether a customer will be allowed to purchase on a credit basis. Their reward is based on managing risk and collecting outstanding debts.

Conflict arises because of the difference in these goals and a lack of understanding and appreciation for the other team’s role. So how does everyone get along? After all, the goal of both teams is to increase company revenue overall, right? If credit and sales make a point to work well together, the whole company benefits from their cooperation.

So here are a few ideas to improve the relationship:

  • Communication — Start with shared experiences. If you get to know each other and establish personal connections, you will likely work together better.
  • Education — Show each other how the other half lives — and works. When one has experienced the other’s role, everyone will understand the other’s reasoning and decisions.
  • Focus on a common goal — Don’t limit the focus to department goals. Share overall company goals and successes regularly
  • Compromise if needed — There are option on how to work with customers. For example, if a customer isn’t a good risk for a credit account, have the sales and credit manager create a program that will help bring on the customer at less risk.
  • Make bonuses and incentives interdependent — Have a sales bonus that pays only after the customer pays; provide a bonus for credit managers when sales teams meet production goals.

Having cohesiveness among the sales team and credit managers is possible. Create a culture of working toward the overall goal.

Best wishes for success in 2019!

Paul Krause
Manager of Collections 

A moment in time
After forming in 1899 as Seattle Merchants Association, the organization changed its name in the 1920's to something more progressive: Seattle Men's Credit Association! There was also Tacoma Men's Credit Association and Seattle Women's Credit Association. The image above is the masthead for the 1964 newsletter - Vigilantia.
EDUCATION
ONLINE WEBINAR: Feb.6, 2019



Speaker: Hillary Bricken
Bricken Harris Law

FREE TO MEMBERS
$79 FOR NON-MEMBERS

This webinar will cover topics directly relevant to providing goods and services to and doing business with U.S. cannabis businesses, including:

  • liability for companies providing ancillary goods and services to cannabis companies,
  • state and local licensing and approval structures,
  • various local laws and land use issues,
  • cannabis investment and fundraising,
  • intellectual property,
  • a banking update,
  • real estate issues around commercial leases and property purchases for cannabis uses, and
  • cannabis taxes and the treatment of cannabis income under IRC 280E.

This webinar will equip attendees with the knowledge they need in order to maintain compliant business relationships with cannabis business operators.

12:00 - 1:00 PST
11:00 - 12:00 AST
10:00 - 11:00 HST
1:00 - 2:00 MST
Build your network through social media. Just click below.
Fast Fact: An estimated 44.4% of all US individual taxpayers will legally pay zero federal income tax for tax year 2018 on their Tax Form 1040 due 4/15/19. ( source: Tax Policy Center, BTN 09/17/18) . 
Hints for navigating the new Seattle Tunnel
The new Seattle Tunnel opened this morning and will bring a lot of change to getting around and through the city and Puget Sound region. NACM member, KIRO Radio links up with the Washington State DOT to offer 4 videos on how to manage your commute, deliveries, or other travel through downtown Seattle. Click below to learn how to navigate the tunnel and related surface streets.


CONFERENCES & SEMINARS
National Credit Congress
NACM invites you to retreat into the beauty and serenity of Aurora, Colorado for our 123rd Credit Congress & Exposition.

May 19-22, 2019
Immerse yourself in the conference while relaxing in the picturesque and rustic-chic atmosphere of the brand new Gaylord Rockies!


Save the Date: August 12-14

Credit Research Foundation Forum & Expo returns to Seattle
CRF is widely recognized as the foremost educational and research organization dedicated to the credit, accounts receivable and financial management community. The foundation provides access to education, research, best practices and dynamic solution sets.

The August Forum & Expo is their largest program of the year. And it will be in Seattle this year!

We'll have more details coming soon.
BUSINESS NEWS
2019 EXPECTED BE A SELLER'S MARKET FOR HOSPITALITY
3,000 pounds via Alaska Airlines

Last year marked the ninth consecutive year in which the U.S. hotel industry experienced increases in top-line revenue. The New Year is expected to continue this trend of a sellers’ market with record-high occupancy levels and costs. 

Read more from Greg Malark, COO of corporate meeting planner Helms Briscoe,

ALASKA NORTH SLOPE ACTIVITY HIGHEST IN 20 YEARS

More people working

The number of exploration and production rigs working on the oil-rich North Slope should reach its highest level in 20 years this winter, state officials say.
Oil field employment is higher than last year, modestly, but a first in more than four years.

Read the Anchorage Daily News.

$120 MILLION IN EMPLOYEE PERFORMANCE BONUSES

Alaska also hiring 3,000

About 21,800 employees nationwide at NACM-member Alaska Airlines and Horizon Air will share a total of $120 million in annual performance bonuses in their paychecks Friday, an average payout of approximately $5,500, the company said Thursday as it reported 2018 earnings.

SEATTLE LEADS NATION FOR THIRD YEAR IN TOWER CRANES

59 cranes in the sky

It's official: Seattle is under construction. Perpetually.
Now that we're officially enjoyed three years of having the most cranes in the sky in the U.S. -- well above 2nd place Los Angeles - we remain at the top of the heap. Strong construction is forecasted to continue.

The Seattle Post Intelligencer takes a look at the seemingly never-ending construction scene

LEGISLATIVE ACTIVITY
Bills we're monitoring in the Washington Legislature.
NACM BCS is currently monitoring one bill before the Washington legislature - House Bill 1602 dealing with "consumer debt". Of special concern is that t his bill would reduce the allowable interest rate to “two percentage points above the prime rate” and would subject all “consumer debt” to the same restrictions that apply to Student Loan Debt. "

To read more about HB 1602, click on the link below. If you have a particular interest in testifying on this bill, please drop an email to: feedback@nacmb cs.org . We will continue to monitor activities in Washington's state capital as well as in Alaska and Hawaiii.

PROFESSIONAL TOOLS
Early-Out Collections Program:
Do what's working for others.
When is it the right time to place an account into collections?  To help close your gap on DSO, NACM Business Credit Services is offering a way for you to let us manage your aging accounts before your company turns them over for collections. Our goal is to help you separate yourself from debtors so you can spend time with your most loyal customers.
Don’t staff up, let NACM Business Credit Services step in to manage your aging accounts before your company turns them over for collections. For a flat $99 fee, you receive:
  • Two pre-collection letters, spaced 15 days apart.
  • Two phone calls following issuance of each letter.
  • Final demand letter, including a ten-day demand notice.
  • All of this completed within 45 days.
Learn more by calling 206-728-6333
Notice to Credit Report Users
If your credit report contract is due to end prior to March 31, please be thinking about your needs for the coming year. Our Account Executives will work with you to align your new contract with your forecasts and discuss other ways NACM BCS can help you.
Acquiring New Customers with the Help of Predictive Analytics
The appeal of acquiring new customers is high, but it is also very costly. Dun & Bradstreet is constantly reevaluating market opportunities, which change with the launch of new products, enter new lines of business, and acquire other companies. Predictive Analytics provides more precision in driving strategies for growth. Click below to learn more.

Doing business in Canada?
If you're doing business north of the border, the best Canadian commercial credit report comes from Equifax. And, NACM Business Credit Services can provide their reports to our customers at the most affordable price.

Take advantage of member pricing in support of your Canadian business engagements. Call us today!

800-432-5710

CAREER PLANNING
STAY UP TO DATE
Whether you are trying to hire or looking for the next stop on your career path, this is our most active link. And, it changes all the time. Be a frequent visitor and don't forget to send us your job postings.

Fast Fact: Between 6/25/04 and 2/02/07, a period of more than 2 ½ years, no bank failed in the US requiring a bailout from the Federal Deposit Insurance Corporation. Between 2/02/07 and 12/15/17 (almost 11 years) 531 banks failed and required a bailout, equal to 49 per year or just short of 1 per week (source: FDIC, 09/24/18)  
EVENTS & EDUCATION CALENDAR
Industry Trade Groups
Puget Sound Area

February 12

11:30 a.m. Transportation - Duke's Chowder House

February 14

11:30 a.m. Floor - Duke's Chowder House

February 19

11:30 a.m. HVAC - Duke's Chowder House

February 20

11:30 a.m. Tacoma Construction - Johnny's Dock
11:30 a.m. Food - Duke's Chowder House

February 21

11:30 a.m. Wiring - Duke's Chowderhouse
11:30 a.m. Eastside Construction - 13 Coins, Bellevue

December 19

11:30 a.m. Food - Duke's Chowder House


Alaska

February 20

12:00 p.m. Alaska Suppliers and Food - Elim Café


Honolulu

February 19

11:30 a.m. Hawaii Hospitality - Hilton Waikiki Beach Hotel

February 20

11:30 a.m. Hawaii Food - Waikiki Yacht Club

February 22

11:30 a.m. Hawaii Construction - Waikiki Yacht Club

Upcoming Professional Programs
Serving Washington, Alaska, Hawaii...and Beyond
Since 1899
NACM Western Washington Alaska Hawaii | 800-423-5710
P.O. Box 3665 - Seattle, WA 98124 | www.nacmbcs.org

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